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Associate Director, Trade Relations

Atlanta, GA, USA | Gilead Sciences

  • Industry:
    Pharmaceutical / Biotech
  • Position Type:
  • Functions:
    Business Development
  • Experience:
    7-10 years
Job Description:
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Job Description

The candidate will be responsible for managing all of the U.S. based retail, specialty and wholesaler distribution partnerships and other market channel activities related to the distribution of Gilead products in their region. They will provide insight in optimizing the business relationships and outcomes with their targeted accounts and providing Gilead Senior Leadership with pro-active insights on channel trends and means of improving the Company’s position in the market. They will have on going responsibility for management of agreements with different channel partners, assuring commercial activity meets terms of agreement, addressing any issues occurring within agreement by working with key Gilead parties and the wholesaler/distributor representatives to resolve any issues in a timely and effective manner.

They will collaborate with order management in Trade Operations to address any evolving issues in partner ordering patterns. A key responsibility will be to negotiate and execute agreements with wholesaler and manage amendments as Gilead portfolio evolves, including experiencing the loss of exclusivity on certain products. They will provide strategic guidance on partner selection based on core capabilities, market presence core values, capabilities and with the focus always being on the patient. Assist in establishing, periodic modification of key contract terms and deliverables, including data sets provided.

Serves as the primary touchpoint to distribution channel partners, (retail, specialty and wholesaler), attend major relevant industry events to represent Gilead, arrange for and conduct busine ss update discussions between targeted accounts/Gilead, gain/report key insights regarding industry trends and practices that impact Gilead and its products. Utilizes, to the fullest extent possible, the data and information available from channel partners and Trade Operations to assist in the management of financial/market forecasts, inventory level optimization and analysis of buying trends/behaviors of key accounts. Includes management of timing and data resolution of data fields for Trade Operations, Brand, Finance and Analytics, as well as additional data available on returns and other distribution related activities.

Works cross functionally where needed and within business conduct guidelines with Managed Markets Strategy & Operations, Managed Markets, Commercial Legal/U.S. Pricing & Access, Drug Safety, Analytics, Finance and Brand to incorporate information into overall analysis of market activity and agreement terms and conditions. Establishes C suite multi-level relationships with channel partners, allowing for significant, constructive, tactical strategic dialogue between the parties. Produces accurate, timely and insightful business reviews with support to on-going data/dashboard reports; summarizing major issues, trends and potential course corrections required in managing the distribution process and partners. Reports should include detailed summary of potential legislative/regulatory impacts, business model shifts, market channel shift trends, and partner M&A activity, and 3rd party payer policy changes. Translates management report findings into strategic initiatives to improve Gilead’s competitive position in entering new distribution channels. Present recommendations and secure buy-in from Director, Business Operations and Senior Management. The field based position will report to the Senior Director, Trade Relations, will be responsible for the Southeast region with approximately 12 targeted accounts and the candidate must live in their region of coverage.

Essential Duties and Job Functions

The candidate will be responsible for negotiating retail, specialty pharmacy and wholesaler agreements based on business need and approved by needed departments at Gilead. Monitoring agreements/amendment compliance via dashboard reports and scheduling business reviews. A key role is serving as an internal Gilead resource for escalated retail, specialty pharmacy and wholesaler issues (including operations and data), contract analysis and contract language needs. The candidate will assist Gilead brand leadership in a variety of business development initiatives to drive product pull through and to enhance retail, specialty pharmacy and wholesaler relationships in a compliant manner. Attendance required at various industry conferences, such as Asembia, NASP and PCMA. The management of distribution operations will also include managing sub wholesale channel inventory, label/NDC updates, packaging changes, return goods and stocking issues. The position requires extensive travel and based on business needs, meetings in Foster City, California.

Knowledge, Experience and Skills 

Proven success in negotiating retail, wholesaler and specialty pharmacy distribution agreements, data agreements, understands FMV and how to utilize talking points and resistance training in a negotiation.

Ability to understand and communicate data analytics, leadership in C suite relationships to support the needed strategic and business planning experience needed for this position.

Specific responsibilities include managing the RFQ (request for quotation) process, developing distribution model criteria; making recommendations for participation in our retail, specialty pharmacy and wholesaler network.

The candidate must be self-motivated, work well in a team environment, is skilled in developing relationships to support working cross functionally in multiple departments in Foster City and within needed timelines and budget constraints.

The role requires complex written and verbal communication skills.

Ability to identify rising issues, provide solutions and recommendations to Foster City management and Brand teams. The candidate must be able to master the clinical training of Gilead’s products because the scope of work includes supporting all products in all therapeutic areas.


The position requires 8+ years in retail, specialty pharmacy, wholesaler account management and advanced contract negotiation experience. Typically requires a bachelor’s degree in Business, Pharmacy, Marketing or related fields.

An MBA or other advanced business degree is preferred.

Must be proficient in Microsoft Excel, Power Point, Word and fluent in conversational and written English.

The position requires extensive travel throughout the Southeast region and based on business needs travel to Gilead’s home office in Foster City, California

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